Top 10
Trends in Government Procurement and Tips on How to Cope With Them

Marina GorenPresident/CEO, Smart BD Consulting

Driven by today’s
shrinking budgets, the Federal Government procurement trends are vastly
different from the previous years. In
order to survive in this environment, companies have to drastically adapt
their own capture and proposal development strategies to continue producing
winning proposals. This presentation
discusses Top 10 Challenges in Today’s Environment and provides actionable
tools and techniques to overcome them:
1. Competing in the "LPTA world”
2. FFP cost models – with a lack of workload data
3. Pressure to "do more with less”
4. A shift to IDIQ vehicles
5. Shorter proposal timelines
6. More content with smaller page budgets
7. Dealing with customers’ closed door policy
8. Anti-incumbent world
9. Small-business friendly environment
10. An army of proposal consultants – very few good ones.
This presentation will offer innovative techniques backed by real-life
examples to address these challenges.

Ms. Goren is the
Founder and CEO of Smart BD Consulting – a Capture/Proposal Development
consulting firm. In her spare time,
she teaches Capture and Proposal courses. Previously, Ms. Goren was a VP of
Business Development at ASRC Primus and was instrumental in growing the
company from 2 to 1,600 employees and over $60M in annual revenue in 5
years. Prior to ASRC, Ms. Goren held a
variety of Management and Business Development positions with Raytheon, IBM,
Wachovia and other companies. Ms.
Goren was directly responsible for capture of over $3.5B in new business over
the course of last six years.